Understanding the Sales Force

JULY 11, 2013

Salespeople have not uncovered the prospect''s motivation for needing the lowest price (watch this video clip). Salespeople have not asked what part of the solution the prospect could live without (see the image below). Salespeople aren''t comfortable pushing back and challenging - prospects have their way with them.

Conversion 209

Conversion Guidelines Face-to-face Call-back 209

Understanding the Sales Force

AUGUST 28, 2013

For instance, you shouldn''t come right out and ask which competitor the prospect is buying from today. c) Copyright 2013 Dave Kurlan' The ideal time to ask specific questions with carefully selected words or phrases is when it''s contextually appropriate.

Conversion 245

Conversion Decision Maker Vendor Competition 245

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Score More Sales

JUNE 25, 2013

Those with remote selling roles are in an office on the phones, and those calling on companies in person use the phone to set appointments, hold conversations, confirm meetings, and ultimately bring business to a close through the telephone. More tips are available here – Phone Prospecting Check List. Increase Opportunities.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. Image credit: tang90246 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' But these are not replacements for instinct.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

The Sales Hunter

APRIL 1, 2013

He shared with me what made this new customer special was that his first conversation with the prospect was nearly 10 years earlier. I couldn’t help but ask him if he at any time thought about throwing in the towel on the prospect. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 217

Motivation Prospecting Sales Sales Process 217

SBI Growth

OCTOBER 31, 2012

Ops managers insisted on “helping” interview prospective sales reps. 1 - Start the conversation. Because if you start this conversation, you will immediately encounter the status quo. #2 2 - Get the data you need to minimize the influence of power and politics on the conversation. If you decide to try, act quickly.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Understanding the Sales Force

MAY 30, 2013

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. You take action.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

No More Cold Calling

DECEMBER 6, 2022

Disrupt, disruptive innovation, disruptive technology: These seem to be the fashionable phrases from 2013, and I say we leave them there. It’s also more than a little insulting to your prospects. Join the conversation on LinkedIn. What does disruptive innovation really mean? Value-added: I have no idea what this means.

Fashion 207

Fashion Pivotal Cold Calling Quota 207

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. By being able to call and share what you know and asking them what they know could very well lead to a great conversation.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

Anthony Cole Training

MARCH 19, 2013

Tom started his conversation by telling the crowd that there are 3 things critical for success. 5 – Consistently prospected. 4 – Had conversations with the right people – decision makers. 3 – Created urgency with prospects. Tom Ricketts – CEO of Incapital, Owner of the Chicago Cubs. 1 – Asked better questions.

Hiring 198

Hiring Banking Survey Conference 198

Sales Gravy

DECEMBER 18, 2020

This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. This conversation about sales and entrepreneurship is both educational and inspirational. Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

A Sales Guy

JANUARY 26, 2014

When the prospect recognizes the salesperson’s solution may close that gap, internally he or she has many feelings. The happy exchange happens when the salesperson recognizes these emotions and brings them back into the sales conversation. Leanne was recognized as one of the top Sales Influencers in 2013.

Conversion 127

Conversion Face-to-face Small Business Small Business 127

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 15 Questions That Prospects Ask Themselves. Top 10 Sales Leadership Tips From 2013. Top 10 Reasons Salespeople Can''t Move the Conversation from Price. In no particular order they are: Top 10 Sales Competencies.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Sales and Marketing Management

MARCH 2, 2013

Issue Date: 2013-0303. Teaser: Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. read more

B2B 248

B2B Conversion Prospecting Sales 248

Score More Sales

JANUARY 7, 2014

If you don’t, you should borrow one, under the guise of babysitting for a family member or friend – and then work to have some conversations. Have a conversation with a three-year-old and your bound to get some of this: “Why? Imagine just for a moment if you had such curiosity for your prospective buyers.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Score More Sales

MARCH 13, 2014

You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Joe has a massive work ethic and sends out over 200 individual emails to prospective customers each week.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. Fast forward to 2013. We ask for an introduction to our ideal prospect. The conversion rate of prospect to client has shifted from an average of 50 percent to 70 percent. Outwit the competition.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

Understanding the Sales Force

MAY 10, 2013

Telling a prospect what your value proposition is, does not build value. 53% of all salespeople are too uncomfortable with the subject to have a conversation about money. How important is it that your salespeople have a conversation about money? c) Copyright 2013 Dave Kurlan' What does it all mean?

Negotiation 304

Negotiation Proposal Competition Positioning 304

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” Customer Spend: Calculate the ideal revenue from your prospects. Won deals in half the time.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

MAY 15, 2014

A perfectionist must do things perfectly and if ever there was a sales activity that was ripe for imperfection, it would be the prospecting call. After all, a new salesperson might have to speak with 10 or more prospects to schedule one meeting or call. Image Copyright: iqoncept / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Telemarketing 259

Telemarketing Pipeline Course Meeting 259

Score More Sales

MARCH 14, 2014

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. You may have to let someone “sell” on your behalf inside your prospect company – one of the worst things anyone in a sales career can ever do.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

The Sales Hunter

AUGUST 12, 2013

Conversely, the person who closes slow has the opportunity to get the customer to see a bigger picture. Having a POE that offers you more conversation with the customer is exactly what you want. Develop 2-3 different points of entry you might be able to use with a prospect. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

OCTOBER 29, 2013

We’ve all had situations where out of nowhere a prospect emerges. Reason for your excitement is based on the customer asking you right at the start of the conversation what your price is. In fact, the prospect contacted you first. Another reason is many times the prospect isn’t looking to make any buying decision.

Customer 259

Customer Call-back Negotiation Prospecting 259

Score More Sales

FEBRUARY 14, 2014

You come in every day with hope in your mind and a list of potential prospects. You know these prospects may be a good match for your products and services – that’s why you call and email. You even write occasional thank-you notes because it gets “you” (or your business card) right on your prospect’s desk.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

Costello

DECEMBER 11, 2018

In 2013, Cory hired a sales coach and has been receiving coaching ever since right up until the day before our conversation. In this conversation, Cory offers an overview of his sales enablement philosophy and why he believes in the importance of sales methodologies. Why would your prospect buy?

Sales Enablement 45

Sales Enablement Conversion Sales Methodology Hiring 45

Score More Sales

DECEMBER 12, 2013

Can you have a conversation as though you had met up on the sidelines of your son or daughter’s or niece’s or nephew’s soccer game? Learn to sell a new technology and suddenly everyone is a prospect. Do you know their aspirations? What would they like to have happen for them, both personally and professionally?

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Score More Sales

SEPTEMBER 30, 2013

Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. Most people will not immediately throw out a card showing appreciation for a conversation as well as your business card for at least a couple of months. Time is of the Essence.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

Score More Sales

DECEMBER 26, 2013

Top prospects to call this week – you probably have a massive Excel spreadsheet, or CRM system – but who specifically do you want to make sure you reach this week? Prospecting Time Blocks this week – write down specifically WHEN you will be making outbound calls in time blocks. What videos or blogs? Jot them down.

Scale 231

Scale Hiring Ideal Customer Profile Sales Methodology 231

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277